In our meetings with distributors and manufacturers, all comment on their need for qualified talent to support growth, to replace open positions or, in some cases, a need to upgrade their current talent. The challenge is "how to find the 'right' person?" And many are concerned, although this isn't vocalized, about the cost of making a "less than optimal" decision. Further, … [Read more...] about Interviewing Strategy to Deliver The Right Candidate
Structuring Acquisitions in the Industrial Channel
Acquisitions continue to transform the Industrial Distribtuion industry. PE (private equity) are expanding their portfolio companies and others are seeking to enter the market. National distributors are expanding into new territories and also acquiring smaller companies as "fill-ins" or, in some cases, are diversifying their businesses and building new divisions. Regionals, and … [Read more...] about Structuring Acquisitions in the Industrial Channel
AI for Customers … and the Industrial Channel
Manufacturers and distributors have lately been having many conversations about “technology”. But not in the conventional sense of the tools / software, more as it relates to functionality / capability for the future. They are asking "Does their IT department (which could be their ERP / software provider) have a tech roadmap that includes AI?" And sales and marketing management … [Read more...] about AI for Customers … and the Industrial Channel
Increasing Warehouse Output While Managing Costs
With business in 2025 looking like “slow growth” looking forward, leading industrial distributors are focused on improving the operational / warehouse aspects of their business. While national chains, over the years, quickly moved to a CDC or RDC model, larger independents have also adopted this approach. This achieves a dual mandate of “improved” inventory management and … [Read more...] about Increasing Warehouse Output While Managing Costs
Creating lemonade at Institutional Accounts
What do market segments such as government, universities / higher education, life sciences, government/ municipalities, sports teams, hospitals, and agriculture have in common? While most are considered "institutions", they all are significant users of eProcurement / punchouts as part of their electrical buying process. They use companies such as Ariba, Coupa, Jaggaer, … [Read more...] about Creating lemonade at Institutional Accounts
